MFP Copier Blog

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"The chief virtue that language can have is clearness, and nothing detracts from it so much as the use of unfamiliar words."

Hippocrates

Is the language you are using clear, concise and full of familiar words?

Have you ever given thought that your clients and future clients desire understandable, to the point information, free from unnecessary jargon or complex terms? You see, plain language benefits your clients, you and your company.

Salespeople... You owe it to the person you are communicating with to engage in conversation simply and clearly. Please remember, the primary goal of communication is to convey information.

Are you communicating information succinctly, so people understand quickly, without having to decipher complicated sentences or vague sales jargon?

Let's stop right here for a moment, and now ask yourself... If people understand more of what I'm saying, would they likely feel that I make sense?

To further drive this home, I will defer to the entrepreneur, Stephen Wang, who said,

“No matter what job you have in life, your success will be determined 5 percent by your academic credentials, 15 percent by your professional experiences and 80 percent by your communication skills.”

Good communication has strong business value. Plain, simple language removes barriers between your clients, your future clients and yourself. This will set you apart from all the other salespeople. And isn't this what you want?

CLEAR COMMUNICATION IS CRITICAL IN THE 21ST CENTURY

"Speak clearly, if you speak at all; carve every word before you let it fall."

Oliver Wendell Holmes, Sr.

Was Oliver Wendell Holmes, Sr. onto something when it came to communication?

Back in the 1800's, he surrounded himself with the literary legends, including the likes of Ralph Waldo Emerson, and Henry Wadsworth Longfellow. Together, they left an imprint on the literary world of the 19th century that flows right into the 21st century.

Why am I bringing this into this message? Because of another one his quotes...

"Language is the blood of the soul into which thoughts run and out of which they grow."

Whether you're a tenured salesperson or just starting out your career, the language you use, how you communicate it and how well you engage in meaningful conversations are foundational skill sets you must master to catapult your sales career.

Salespeople, well over 200 years ago they were writing about it.

Bringing this into the present, the World Health Organization (WHO) identifies the fundamental life skills as decision-making and problem solving, creative thinking and critical thinking, communication and interpersonal skills, self-awareness and empathy, and coping with emotions and stress.

Furthermore,they go onto say,

"Higher-education and business leaders cite soft skills as being the most important driver of success in higher-level courses and in the workplace."

My sales friends, strengthening your conversational, people and relational skills will elevate you to new sales heights!

STOP THE SALES JARGON

Allow this quote to sink in for a moment,

"Jargon allows us to camouflage intellectual poverty with verbal extravagance."

David Pratt, Foreign Editor, Sunday Herald

Unfortunately, many in sales are using the same standard sets of sales jargon to describe situations as a replacement for just speaking plain old normal language. They rely on buzzwords to communicate concepts rather than explaining what they mean.

Do you think this makes you sound or look smart? I guarantee it only adds more confusion especially when your clients need clarity.

Words matter and you must choose them wisely.

Communicate in a way that brings you to life. Hiding behind catch phrases and buzzwords is not a cool way to lead your sales life.

Allow this quote to sink in...

“The definition of genius is taking the complex and making it simple.”

Albert Einstein

STOP HIDING BEHIND COMPLICATED WORDS

It’s difficult to gain access to key decision makers and executives. When you do get that meeting, it’s mission critical you maximize every minute. The last thing you want is to walk away empty handed, or worse, leaving them confused and none the wiser about how you can help them do better business.

Empty sales reps try to cover up their lack of understanding and experience with science, jargon, and overly complicated sales phrases, all because they think it sounds good. All this does is confuse, alienate and distract from business betterment.

In George Orwell’s essay, “Politics and the English Language”, he shares his opinion on our reliance on “dying metaphors,” “pretentious diction,” “stale similes and idioms,” and other instances of mannered verbiage has clouded our thinking.

He understood that if we only recite clichéd and meaningless phrases because they sound nice, we’re spared the effort and challenge of not only crafting our thoughts and opinions into fresh language, but confronting what our thoughts and opinions really are.

In other words, salespeople... using unclear and overly complicated cliched sales jargon reflects upon you with unclarity and canned thinking.

ENGAGE IN SIMPLE CONVERSATION

Are you connecting or disconnecting when conversing with your clients?

Again, salesy language, acronyms, overly complicated jargon and filler words... this only detracts from your message and how you engage in business conversation.

The words you use must be simple, easy to understand and straightforward.

How are you conveying how you can help?

The words you use are your tools, choose them carefully.

Your ideas and solutions can be complex and sophisticated, however; you must be able to communicate clearly and concisely to create ease of understanding.

In a conversation, the only thing you can control is yourself, your behavior, and how you carry yourself. Just imagine how your conversation will be if you are speaking effectively and listening consciously. You can leave a conversation energized, inspired and action oriented.

NO SUBSTITUTE FOR SIMPLE BUSINESS CONVERSATION

To quote Albert Einstein,

"If you can’t explain something simply, you don’t understand it well.”

As sales professionals, we are responsible for making sure our clients understand our messages and conversations. Using plain and simple language is not a sign of sales weakness!

Industry jargon can become a habit. Many sales don’t realize they are using complex language.

Salespeople assume it sounds impressive to use big words and flowery sales language.

Salespeople believe that they are “dumbing it down” when they use plain words.

I ask all of you to...

• Ditch your ego - An important part of embracing plain language is letting go of your desire to use impressive words.
• Keep it simple - Use familiar and easy to understand words.

Sir Richard Branson said,

"Complexity is your enemy. Any fool can make something complicated. It is hard to make something simple."

How are you communicating?

Would you like to increase your sales success and fulfillment?

This was my goal when recording all-new materials for the new Selling from the Heart Masterclass, to increasing your sales success and fulfillment in your business.

If you enjoyed the Selling from the Heart book, you’re going to love this masterclass! It takes the tools given to the next level.

Have yet to read Selling from the Heart? No worries, you will receive an audio version as a part of the Masterclass. As an option you can get a free signed copy of Selling from the Heart (just pay for shipping and handling).

You can get your copy here - https://www.sellingfromtheheart.net/book

Together, we will go on a journey where we’ll dive into how to apply the ideas in the book to help you achieve even greater sales success.

With each of the 10 sessions, you’ll receive questions that will help you increase your sales in a way that also makes selling more enjoyable and fulfilling.

This masterclass is configured with you in mind where you can complete the course in chunks from any mobile device, iPad or computer, based on your availability.

You’ll also discover fun bonus materials throughout the course.

ACCESS THE MASTERCLASS HERE.

This Week in the Copier Industry Five Years Ago

Third  Week of July 2017

sponsored by

I thoroughly enjoy working with and helping our reps, especially with wide format MFPs.  As I help to teach them ways to win I'm always asking them questions about the account, the device(s) they have, is there a maintenance/supply agreement, what's covered or not covered, what make and model do they have, along with current print volume and if there is a current lease or not. Those are the questions I need to ask in order to help them win, for those more tenured I do get surprised when they don't know the answer.  Thus, this is my opportunity to teach them that "this is the way".

Enjoy these Incredible Copier Threads from Five Years Ago!

A Humanim Social Enterprise, iScan provides a secure document and image scanning service to businesses and fellow non-profits.

Launched by Humanim, iScan provides document management services and employs 20 to 40 individuals with disabilities annually, to add to its team. It is a social enterprise that provides or finds employment for individuals with disabilities and other barriers to employment. Working with Maryland state agencies, Headquartered in Columbia, it serves about 70 business customers, such as Maryland Department of Motor Vehicles Administration, and Maryland Department of Health. “We scan vehicle titles every day for the DMV, and we also do medical claims for the health department,” explains Jeff Edwards, VP of Technology Solutions. “Our team does the prep, the indexing, the quality assurance and returns it to our clients in a secure, encrypted format.” Since the 1990s, iScan has been scanning 10 to 20 million images annually, and currently maintains about 32,000 documents in DocuWare. At present, the company holds 15 DocuWare licenses with 10 to 15 active users at any time.

Indexing tools help eliminate errors

DocuWare not only speeds up operations, but eliminates human error, says Edwards, citing a particular project where a client needed to scan a large volume of invoices and index several fields on each. The way DocuWare’s Intelligent Indexing feature with its Machine Learning technology worked, the person initially doing the indexing did not have to continue to key in the same information — Intelligent Indexing learnt what information they wanted and started inputting it for them – in the end they only had to approve DocuWare’s work. “When typing a long string of characters, you have to get them all in the right order, and humans can sometimes flip two numbers or two letters,” Edwards explains. “Intelligent Indexing doesn’t do that, it is highly precise, which was a huge help for us — we didn’t have to look for those errors.”

DocuWare inspires ways to grow business

iScan was already using DocuWare for the indexing capabilities when its umbrella organization Humanim asked to digitize its HR files. “We built a cabinet structure within DocuWare, and a structure within the cabinet, matching how HR was storing its paper files, with the right subsections,” Edwards explains. That project served as a stimulus to expand and grow the business, attracting new clients. “I thought it would be a good fit for customers who need to get backfile-scanning projects done,” says Edwards. “I also think it can help attract more commercial clients and diversify our funding.”

See attached document

Sponsored by

July 12th, 2022

Arcoa Group

Why partnering with ARCOA makes sense
Electronics Recycling is an important and profitable part of the IT asset lifecycle, but it can be overwhelming with all you already do, varying state regulations, and the limited resources at hand. That’s where ARCOA comes in. When you partner with ARCOA, you get all the benefits of a big company without any of the capital investment. We’ve been doing this since 1989 and have the expertise, certifications, and nationwide resources to get the most for all your clients’ retired IT assets. Plus, positioning your clients as environmental stewards not only elevates their appeal to consumers, it meets government requirements and avoids fines.

What partnering with ARCOA looks like
Our role is to make it easy for you to bring more value to your clients. We work with you to help stretch your clients’ IT budget by reducing the total cost of ownership of their electronics. We’re experts at identifying and implementing the solutions your clients need for the end-of-use remarketing, recovery, and recycling of their technology assets. The sooner you involve ARCOA, the sooner you and your clients.

Y Soft aquires EveryOne Print

Y Soft Software, headquartered in Brno, Czech Republic, announced it has acquired EveryonePrint, which is headquartered in Copenhagen, Denmark

• Y Soft is most well-known for its SafeQ print management/secure print release solution
• EveryonePrint is most well-known for its hybrid cloud platform to replace existing print infrastructures
• Purchase price not announced

Companies Rumored To Harvest Washing Machines For ICs (Chips)

• Wired and SCMP are reporting on interesting trivia from the realm of chip shortages
• some large conglomerate out there is buying new washing machines and scavenging the chips
• One of the articles offers an example of a $350,000 spectrometer manufacturing being stalled by lack of a $0.50 part

LRS makes acquisition - Levi, Ray & Shoup Inc.,

Headquartered in Springfield, IL, is a provider of print management/secure print release solutions

• Announced it has acquired Fulcrum Consulting of Minneapolis, MN
• Provider of business advisory, project management and IT staffing services

Stargel Office Solutions named to Channel Futures 2022 “NextGen 101” List; Houston business recognized as Elite MSP

• named to the Channel Futures 2022 NextGen 101 list
• NextGen 101 lists are based on data collected by Channel Futures between February 1 and April 30, 2022
• “We are very pleased to be recognized by Channel Futures for our work as a Managed Services Provider,” said Tyson Stargel, Co-President of Stargel Office Solutions

etherFAX offers new features

• Headquartered in Holmdel, NJ, offers cloud-based fax server solutions
• Now allows users to transfer faxes via their MS Office 365 email account

Fujitsu acquires ServiceNow partner Enable

• Fujitsu Australia has made its third acquisition in 15 months
• Acquires Melbourne-based ServiceNow partner Enable Professional Services

Powerland, a Xerox Business Solutions Company, Named Canada HPE GreenLake Partner of the Year 2022 from Hewlett Packard Enterprise

• Powerland, and a Xerox Business Solutions Company, has been named Canada HPE GreenLake Partner of the Year 2022 from Hewlett Packard Enterprise
• (HPE) announced the winners of the HPE Partner of the Year Awards 2022 in recognition of HPE partners who exemplify commitment and success in delivering value to their customers on their digital transformation journey
• Xerox acquired Powerland in February 2022 as part of a larger strategy to expand the company’s IT services in North America

Node4 acquires risual to strengthen Microsoft Cloud capabilities and UK Public Sector footprint

• announced the acquisition of risual, an IT managed services and solutions provider and Microsoft Gold Partner
• employs 170 staff in the UK
• risual is a UK-based business and technology services organisation, offering consultancy, managed services, training and adoption, apprenticeships, and licensing for cloud technologies
• Node4 provides advanced, cloud-led digital tranNode4 provides advanced, cloud-led digital transformation solutions

Cybersecurity employees are quitting

Survey of cybersecurity professionals published by Bridewell Security

• 95% are experiencing factors that would make them likely to quit in next 12 months
• 42% say a cyber breach is inevitable and do not want it to tarnish their career
• 40% say stress and burnout are heavily impacting their personal lives
• 72% say attacks are increasing since start of Ukraine war
• 79% think their business will be significantly disrupted by ransomware in next 12 months

• 87% fear losing their job due to a breach
• 68% say it is becoming hardware to recruit people into cybersecurity roles
• 56% say proposed updates to regulations are unfeasible
• 55% are still trying to meet original requirements

Lock in on Cyber Security with ARCOA

• customer has a staggered refresh cycle, the value of the equipment can be issued in the form of a credit growing over time
• identifying assets that are usually passed over and often have significant value

Cogent Growth Partners Guides Datapath in Acquisition of MobileTek Services

• announced that it assisted Datapath, a rapidly growing managed IT services provider (MSP), in its acquisition of MobileTek Services, an established MSP with nearly two decades in the K-12 education market

Shanghai police database was hacked and records of 1 billion Chinese citizens stolen

• Reuters news report, hackers stole the personal data of nearly a billion Chinese citizens from a police database in Shanghai
• biggest data breach in the history of cybercrime
• Anonymous Internet users have been identified as “China Dan”

FiveBy collaborates with Microsoft to deliver Managed Services for Microsoft Dynamics 365 ...

• announce a new collaboration with Microsoft, which combines managed service offerings with the power of Microsoft Dynamics 365 Fraud Protection
• According to 451 Research, for merchants that have seen fraud volumes increase
  • 41% cited growth in new account fraud
  • 35% cited a spike in policy abuse and friendly fraud

Lexmark Recognized as a Sustainability Leader by Quocirca

• named a leader in the 2022 Sustainability Vendor Landscape report by global print and market insight research firm, Quocirca
• Quocirca Sustainability Vendor Landscape report analyzes sustainability in the broader print manufacturer ecosystem
• Quocirca praised Lexmark's embrace of circular economy principles and its successful integration of sustainable practices across its global operations

Nextgen Group acquires stake in Sydney IT channel digital marketing firm Elastic Digital

• Has acquired a strategic stake in Sydney digital marketing agency for the IT channel Elastic Digital
• Elastic Digital specializes in digital marketing services for IT channel companies across vendors, distributors and resellers, principally in the United States

CYBERSECURITY NOTES

• Carnival Cruise Lines paid $1.25 million to settle a lawsuit alleging negligence after a huge breach.
• Khuzestan Steel of Iran was forced to shut down after a cyberattack, accusing Israel and USA of being behind the attacks.
• Fitzgibbon Hospital of Missouri notified an unknown number of patients that their PHI was exposed after ransomware attack.
• Express Scripts, headquartered in Missouri notified an unknown number of patients that their PHI was exposed after cyber attack.
• Comstar Ambulance Billing of Rowley, MA notified 69,000 patients that their PHI was exposed after cyber attack.
• Avamere Health Services, headquartered in Wilsonville, OR notified an unknown number of patients that their PHI was exposed after ransomware attack.
• TridentCare, headquartered in Maryland, notified 6,200 patients that their PHI was exposed after a office break-in.
• Acorda Therapeutics of Ardsley, NY notified an unknown number of patients that their PHI was exposed after email phishing attack.
• Covenant Care California notified an unknown number of patients that their PHI was exposed after email phishing attacks.
• Bergen’s Promise of New Jersey notified an unknown number of patients that their PHI was exposed after email phishing attack.
• Grandview Medical Center of Birmingham, AL notified 1,126 patients that their paper PHI was stolen
• Michigan Immediate Care of Chicago, IL notified an unknown number of patients that their PHI was exposed after cyberattack.
• OrthoNebraska of Omaha, NE notified an unknown number of patients that their PHI was exposed after cyber attack.
• Charlotte Radiology of North Carolina notified an unknown number of patients that their PHI was exposed after cyber attack.
• UW Medicine of Seattle, WA notified 763 patients that their PHI was exposed after laptop computer was stolen.
• Jack Hughston Memorial Hospital system, with locations in Alabama and Georgia, notified an unknown number of patients that their PHI was exposed after cyberattack.
• 90 Degree Benefits Wisconsin notified 172,450 patients that their PHI was exposed after cyber attack.
• Aloha Laser Vision of Hawaii notified 43,263 patients that their PHI was exposed after cyber attack.
• Long Vision Center of Sherman, TX notified 29,237 patients that their PHI was exposed after cyber attack.
• Carolina Eye Care notified 68,739 patients that their PHI was exposed after cyber attack.
• Stokes Regional Eye Centers of Florence, South Carolina notified 266,170 patients that their PHI was exposed after cyber attack.
• Baton Rouge General Hospital of Louisiana notified an unknown number of patients that their PHI after cyber attack.
• DialAmerica Marketing of New Jersey notified 19,796 patients of healthcare customers that their PHI was exposed after hacking incident.
• MCG Health, which provides patient care guidelines, was hit by cyber attack that exposed the PHI of an unknown number of patients.
• Diskriter Software of Pennsylvania notified their healthcare customers that the company was hit by ransomware.
• Dripping Springs Independent School District of Texas notified 367 students that their info was exposed after breach.
• Napa Valley College of California notified an unknown number of students that their info may have been exposed during recent ransomware attack.

89% of organizations recycle less than 10% of their IT hardware¹

It’s a shocking statistic in a world so desperate for businesses to take more action for the good of the environment. Capgemini Research Institute surveyed 1,000 organizations with annual revenues more than $1 billion to understand their outlook on sustainable IT implementation.

53% say they do not have the required expertise for sustainable IT implementation¹

That’s where ARCOA can help!

At ARCOA, we’ve been doing this since 1989 and have the expertise, certifications, and nationwide resources to get the most for all your retired IT assets through our remarketing, recovering, and recycling services. By partnering with us and elevating your position as environmental stewards, you’ll not only meet government requirements and avoid fines, but also improve your appeal to consumers.

How ARCOA partners with you to improve your sustainable IT:

• IT asset assessment & planning

We’ll talk about your resources and goals and work with you to plan the best strategy to get the most from your IT budget.

• Remarket, recover & recycle services

Our experience and resources offer you the best total solution to maximize return on your technology investments while maintaining environmental compliance on recycled material.

• Guaranteed data security

Our R2-certified data destruction techniques ensure your information is never compromised.

• Secure transportation

We offer secure chain-of-custody logistics from pickup to final destination with our own vehicles and professionals, GPS tracking, insurance, and certified processes.

Hardware disposal poses a significant threat to the environment.

E-waste contains toxic substances that are hazardous to human health and the environment. In the survey, Capgemini Research Institute states that in 2019, 53.6 million tons of e-waste were generated worldwide—an increase of 21% in five years.² The volume of e-waste is expected to grow to 74 million tons by 2030.³ Proper disposal of e-waste is therefore critical. However, current levels of e-waste recycling fall far short. Only 17.4% of global e-waste generated in 2019 was recycled.³

Want to be part of the solution?

Visit us at thinkarcoa.com to learn more about our services or contact us to get started.

1. Capgemini Research Institute, Sustainable IT survey, December 2020 – January 2021, N=1,000 organizations
2. Global E-waste Statistics Partnership. (n.d.) Retrieved March 30, 2021 from https://globalewaste.org/country-sheets/
3. United Nations institute for Training and Research, “GLOBAL E-WASTE SURGING: UP 21 PER CENT IN 5 YEARS,” July 2, 2020.

This Week in the Copier Industry Ten Years Ago

Second  Week of July 2007

sponsored by

I started the Print4Pay Hotel (the web site) back in 2001 with a web forum back in 2001,  The forums that you see today started in 2003, and in less than six months we'll have captured twenty years of threads about our the copier channel.  Our site is not dedicated to press release (even though we post them), however the heart and our soul of the Print4Pay Hotel is our forums.  Today we still remain the only site that allows office technology aka copier professionals to share in information in a secure format.  Special thanks to all of those that have contributed over the years and future thanx to all of those that continue to share, collaborate and gain friendships.

Enjoy The Greatest Copier Threads from 15 Years Ago

"Approaching people looking for something in return isn't a relationship, it's a transaction.

Mark Manson

You can have a slew of transactions or a slew of meaningful client relationships, but you can't have both.

What types of conversations are you having with your clients?

I'm here to inform everyone in sales... It is extremely difficult to build long-term sustainable client relationships with a transactional mindset and conversation set.

Think long and hard for a moment about what was just said... now think about your client interactions.

Now answer me this...

Are you creating transactional customers or transformational clients?

Sales and business in general is deeply rooted in transaction, with many in sales taking the Jerry Maguire approach of “Show me the money!”

In other words, I give you the goods and you give me your money. Simply stated, nothing more, nothing less.

I believe that salespeople and sales managers who are focused solely on getting their 'customers' money in exchange of goods are entering into treacherous territory.

This territory is replaceable, unsustainable and commission breathe driven.

To further reinforce this, I will refer toDan Sullivan who is with Strategic Coach as he goes on to say, "Savvy entrepreneurs focus on transformation."

Let's apply Dan's quote to the sales world and twist it up...

Savvy sales professionals focus on client transformation

To provide your clients with a transformation is to truly serve them, go above and beyond their wildest expectations, constantly looking out for the best interests, all while providing them with the greatest results, and this would business betterment.

I believe client transformation comes with peace of mind, a sense of accomplishment and more importantly, a sense of purpose.

Transactional sales mindsets struggle with the following...

• Knowing something about their clients as a person
• Knowing about their values and trusting their good intentions
• Understanding their priorities and challenges
• A regular and consistent cadence of communication, even if there is no “urgent” topic to discuss (like trying to sell them something)
• Intentional curiosity and a sincere interest in their well-being
• High trust and deep commitment to each other’s success

Allow this quote to sink in for a moment, courtesy of Janet S. Dickens

“The wings of transformation are born of patience and struggle.”

With trust and credibility constantly being placed under a microscope, it's imperative for all salespeople, sales managers and sales leaders to develop patience.

TRANSFORMATION STARTS WITH PATIENCE

"Patience is a virtue" We've all heard it. It's a famous saying that's been around for generations.

What does it mean to be virtuous? Or to be patient? And how can this be applied to sales?

According to Strong’s Concordance, the word "virtue" in Greek means to be of moral excellence or goodness. Being virtuous is producing goodness from the Fruits of the Spirit. Being patient is also a part of the Fruits of the Spirit. So, how many times a day do we produce these fruits? How many times a day do you produce these fruits for your clients?

To quote,Galatians 6:9: - “Let us not become weary in doing good, for at the proper time we will reap a harvest if we do not give up.”

How can you do good for your clients, look after them and then reap the rewards when many of you operate with a transactional, "all about me" mindset?

Patience... The one word in sales that many struggle to comprehend.

Patience and purpose driven conversations are one of the strongest tools you have to effectively build meaningful and transformational relationships with your clients.

The way you open a conversation will directly impact what happens next. It's the direction you take these conversations along with the strategy behind all of it, which determines this... a customer transaction or a client relationship.

You see, conversations build relationships, relationships build businesses and therefore, you never know when one transformational conversation will lead to exponential revenue growth.

TRANSACTIONAL MINDSETS ARE ONLY FOCUSED ON THE SALE

If you're running around trying to find the next "deal", I am going to ask you to stop and think about the longevity this has and the mental punishment you're putting yourself through.

It's this mindset that reduces the customer relationship to nothing more than a one-sided extraction of value.

This transactional mindset based on pitch and pounce has tarnished the profession.

The race to the bottom is occurring at rapid rates within many sales channels. Undercutting and monumental discounts is not a long-term business strategy. This approach is not only unsustainable but puts your customer relationships at risk.

Transactional relationships are expensive and unsustainable

These transactional conversations may lead to short-term growth but long-term failures... All at the expense of your customers.

TRANSACITONAL MINDSETS

A transactional mindset and the associated behaviors are felt by your customers. I promise you that at some point these will be replaced by a better transactional conversation.

Why do I say this? Because this mentality keeps you cruising along within the sea of competitive sameness.

How likely will your customers become clients and come back for more if you continue to deliver a transactional type of experience?

I sincerely believe you are missing out on a monumental opportunity to become a part of your clients’ lives, by operating with a transactional mindset.

Transactional mindsets alienate, transformational conversations build client communities.

TRANSFORMATIONAL CONVERSATIONS ARE SUSTAINABLE

I believe we do need some transactional type conversations in our daily sales lives, however; there are plenty of opportunities to move those conversations to transformational.

It's about quality over quantity! I believe deep and meaningful transformational conversations are more powerful and effective than transactional ones.

Authentic transformation happens outside your comfort zone

Transformational conversations require you to be open in engaging with another individual without knowing where the conversation will go. There's no hidden agenda or deception.

"I think for any relationship to be successful, there needs to be loving communication, appreciation, and understanding."

Miranda Kerr

Think about the above quote... How can you develop loving communication, appreciation and understanding with a transactional mindset? Simple, you can't.

Sales professionals with a transformational mindset:

• Do not seek out predetermined outcomes
• They ask powerful questions
• They listen deeply
• They acknowledge and are supportive

With transformational type conversations you must open your heart, share your wisdom, and your purpose. You must be willing to give in order to receive.

A transactional mindset yields short term satisfaction whereas a transformational mindset becomes a part of your foundation. It's encompasses the being of who you are and how you see the world.

A transformational approach to your client conversations is where you explore...

• Dreams
• Fears
• Doubts
• Possibilities
• Aspirations

Transformational conversations, transformational relationships, transformational experiences, and Selling from the Heart is sustainable.

I will leave you with this... Transactions are replaceable, transformation is irreplaceable.

Would you like to increase your sales success and fulfillment?

This was my goal when recording all-new materials for the new Selling from the Heart Masterclass, to increasing your sales success and fulfillment in your business.

If you enjoyed the Selling from the Heart book, you’re going to love this masterclass! It takes the tools given to the next level.

Have yet to read Selling from the Heart? No worries, you will receive an audio version as a part of the Masterclass. As an option you can get a free signed copy of Selling from the Heart (just pay for shipping and handling).

You can get your copy here - https://www.sellingfromtheheart.net/book

Together, we will go on a journey where we’ll dive into how to apply the ideas in the book to help you achieve even greater sales success.

With each of the 10 sessions, you’ll receive questions that will help you increase your sales in a way that also makes selling more enjoyable and fulfilling.

This masterclass is configured with you in mind where you can complete the course in chunks from any mobile device, iPad or computer, based on your availability.

You’ll also discover fun bonus materials throughout the course.

ACCESS THE MASTERCLASS HERE.

This Week in the Copier Industry Ten Years Ago

Second  Week of July 2017

sponsored by

Enjoy These Great Threads from Ten Years Ago This Week